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Summary

The newest addition to McGraw-Hill�s long list of successful.high-level sales books answers the question that.has long eluded sales professionals: What do CEOs.want to hear? .To learn the answer, the authors went straight to the.source. Over a period of 10 years, they interviewed.more than 500 executives, who revealed which sales.techniques they respond to. Readers will learn how.to gain access to CEOs, cultivate their trust, and close.the sale.

Author Biography

Stephen J. Bistritz, Ed.D., is president of his.own sales training and consulting firm..Nicolas A.C. Read is president of SalesLabs and.former executive director of the revenue and growth risk.services practice of Ernst And Young.

Table of Contents

PrefaceA Brave New World For Sales And MarketingPart 1: When Do Executives Get Involved In The Decision Process? Chapter 1: Executive Involvement In The Buying Cycle Chapter 2: Four Stage Of Sales Proficiency Chapter 3: How To Do Highly Effective Research Chapter 4: Drivers Of Executive Decision-MakingPart 2: How To Gain Access To The Executive LevelChapter 5: Identifying The Relevant Executive Chapter 6: The Dynamics Of Organizational Influence Chapter 7: Gaining Executive Access Chapter 8: How Do Executives Screen And Test Salespeople? Chapter 9: Choosing A PathPart 3: How To Establish Credibility At The Executive LevelChapter 10: Closing The Credibility Gap Chapter 11: How To Make An Executive ImpressionPart 4: How To Create Value At The Executive LevelChapter 12: Structuring Meetings With The Executive Chapter 13: Going Once, Twice, Three Times. Sold!Appendix 1: Guide To Customer ResearchAppendix 2: Tools For Building The Executive Relationship